National Account Manager

At Highland Spring, we’re proud to be the UK’s No.1 water brand. We’re passionate about our products, our people and the positive impact we make for our customers and the environment. We’re now looking for a National Account Manager to help grow one of our most important strategic partnerships: Tesco.

This is a fantastic opportunity for a commercially minded account manager to join a collaborative sales team and play a key role in delivering sustainable, profitable growth across a high-profile grocery account.

About the role

As National Account Manager, you will own and drive the performance of Highland Spring’s largest grocery customer, leading the delivery of strategic initiatives to unlock sustainable, profitable growth. This is a high-impact role requiring strong commercial acumen, outstanding negotiation skills, and the ability to build and leverage senior customer relationships.

You will take full day-to-day ownership of the Tesco account, including leading annual agreements, managing commercial plans, and developing strong buyer and cross-functional relationships. Alongside this, you will play a key role in shaping longer-term customer strategy, identifying growth opportunities, and ensuring alignment with wider business objectives.

This role is suited to someone who thrives on accountability, operates effectively at pace, and can combine data-led insight with strong relationship management to deliver outstanding commercial results in a fast-paced FMCG environment.

What you’ll be doing

In this role, you will:

• Lead the development and delivery of the annual Joint Business Plan for Tesco
• Lead annual terms negotiations and high-impact commercial reviews
• Own and manage all aspects of the Tesco P&L, driving profitable and sustainable growth across the account in line with overall business objectives
• Build and maintain strong, collaborative relationships with Tesco buying, category, and key stakeholder contacts
• Lead end-to-end promotional planning, ensuring alignment to brand strategy and delivery against profitability targets
• Evaluate promotional performance and optimise return on trade investment
• Identify risks and opportunities through analysis of category, shopper, and performance data, translating insight into action
• Support and influence range reviews, line changes, and new product launches to maximise distribution and visibility
• Work cross-functionally with Category, Marketing, Supply Chain, and Finance to deliver aligned, best-in-class plans
• Own the forecasting process, ensuring accuracy across short- and long-term plans and supporting best-in-class availability
• Act as an ambassador for Highland Spring in all customer interactions, reviews, and external engagements

What we’re looking for

We’re looking for someone who combines strong commercial thinking with a collaborative, down-to-earth approach.

You’ll likely bring:

• FMCG sales experience, ideally within grocery
• Experience supporting a Top 4 UK grocery account; Tesco experience would be an advantage
• Strong commercial and numerical skills
• Confidence working with data, analysis and reporting tools
• Good organisational and project management skills
• The ability to build relationships and influence both internally and externally
• Experience of forecasting and demand planning

It would also be great if you have:

• Experience in beverages or premium FMCG brands
• Exposure to Joint Business Planning and annual negotiations
• An understanding of trade investment management

The kind of person who’ll thrive here

You’re likely to be:

• Commercially curious
• Analytical and detail-focused
• Proactive and accountable
• A confident communicator
• Collaborative in the way you work
• Results-focused
• Highly organised and structured

Why join Highland Spring?

At Highland Spring, everyone’s role matters. We work together to make things happen, we take pride in what we do and we care for each other, our customers and our environment.

In return, we offer:

• A competitive package with bonus and benefits
• Opportunities for professional development and cross-functional career growth
• A flexible and trusting working environment
• The opportunity to make a visible impact in a business that is proud of its products, people and purpose

Our values

Our values shape how we work every day:

We’re a Team – we support each other, work together and know that everyone’s role matters.
We’re Proud – we take ownership, act with purpose and are passionate about our brand and products.
We Care – we treat people with respect, value every voice and care about our customers, communities and environment.

Inclusion matters to us

We’re committed to creating a workplace where everyone feels valued, respected and able to thrive. We welcome applications from people of all backgrounds, experiences and perspectives. If you need any support during the recruitment process, we’ll be happy to discuss this with you.

Benefits: